Channel Account Representative, Elastic
Enterprise East
$128-202.4k
OTE
$89.6-141.7k
BASE
On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable). Offers stock program
Open source platform powering search, observability, security, and more
Be an early applicant
Open source platform powering search, observability, security, and more
1001+ employees
Be an early applicant
$128-202.4k
OTE
$89.6-141.7k
BASE
On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable). Offers stock program
1001+ employees
Company mission
To help turn endless data possibilities into real results with the power of Search AI.
Role
Who you are
- Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, or data infrastructure
- A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory
- Comfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthought
- Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it
- Strong communication skills. You can brief a sales leader in five minutes without fluff, and write enablement a partner will actually use
- Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions
- Self-directed and outcome-oriented. You ship, measure, and iterate
What the job involves
- As a Channels & Alliances Manager on Channel Acceleration Team, you own the channel motion for the East Enterprise Region. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses
- Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership
- Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play (security-first attach, free-to-paid conversion, or renewal expansion) with a clear next step and named owner
- Deliver concise, fluff-free regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls
- Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework
- Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence
- Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them
- Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives
- Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status
- Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances
- Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations
- Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach
- Monitor customer consumption and opportunity telemetry to surface risk and expansion early
- Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting
Our take
Organizations are dealing with exploding data volumes increasingly sophisticated cyber threats, and the growing expectation tha ttechnology should help act on problems, not just report them. Ai is moving from experimentation into real operations, especially in security and observability where speed and context are critical. So now, both enterprises and governments are looking for simpler, shared platforms that sale easily and reduce complexity rather than add to it.
And Elastic sits at the intersection of these needs with its Search AI Platform that helps organizations turn large amounts of structured and unstructured data into clear insights and actiontions across search, security, and observability. Elastic's strength lies in its open, flexible approach, which breaks down data silos and provides a context people and AI systems need to make daster, better decisions. The goal is straightforward: help teams see what's happening, understand it quickly, and respond confidently.
Recently, the company worked with CISA to deliver a unified, cloud-based SIEM for US federal agencies, this highlights strong trust in Elastic's security and scalability. Alongside this, its AWS Agentic AI Specialization also reflects leadership in making autonomous AI system practical and reliable. Together, these milestones position Elastic well for the future, as organizations increasingly rely on shared platforms and intelligent systems to manage ris, complexity, and growth.
Freddie
Company Specialist at Welcome to the Jungle
Insights
8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2016
$58m
SERIES D
Jun 2014
$70m
SERIES C
Total funding: $162m
Company benefits
- Toast to your health: Fully paid health coverage for you and your family, in many locations.
- Craft your calendar: Flexible location and schedule for most roles.
- Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
- Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
- Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
- Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).
Company HQ
Union Square, San Francisco, CA
Leadership
Ashutosh Kulkarni
(CEO)Ashutosh joined Elastic in 2021 as CPO, becoming CEO in 2022. Prior to this, he was an EVP and CPO of Enterprise at McAfee, a Senior VP and GM of Web Performance and Web Security at Akamai Technologies, and a Senior VP and GM of Informatica Cloud at Informatica.
Shay Banon
(Co-Founder & CTO)Shay co-founded Elastic in 2012 and has served as the CTO since.
Navam Welihinda
(CFO)Prior to joining Elastic in 2025, Navam was the CFO at Grammarly. He also spent nearly 8 years at HashiCorp as VP of Finance and CFO and was the Head of Finance, Compose at IBM for 1 year.
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